Question: Evaluate this SLA: Marketing will generate $50,000 in lead value every month.
- This SLA’s requirements focus on the wrong activities.
- This SLA’s requirements aren’t specific enough.
- This SLA is missing a requirement.
- No change needed.
Explanation
While the SLA sets a measurable outcome for marketing, it is missing a corresponding requirement for sales to act on the leads. RevOps principles emphasize SLAs that create accountability across both marketing and sales to ensure predictable revenue outcomes. Without specifying how sales will follow up or handle the leads, the SLA cannot guarantee that generated value translates into actual business results. Complete SLAs include both lead generation and the necessary actions to convert them.
Why the other options are incorrect
A) The SLA focuses on relevant outcomes, not irrelevant activities.
B) The requirement is specific in terms of lead value, so lack of specificity is not the issue.
D) Changes are necessary because the SLA is incomplete, lacking a sales-side requirement.
Source for verification
Revenue Operations: SLAs
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